Business Development Representative (BDR) Team Lead

About Liferaft

Liferaft builds software that helps organizations find, understand, and act on potential risks from publicly available information. Our clients include corporate security teams around the world, including some of the world’s leading organizations. We’re a remote-first company committed to building a high-performing, values-driven team that operates with clarity, discipline, accountability, and care.

Liferaft was recently acquired by global security company Securitas, expanding our ability to deliver intelligence-led security at scale. Together, our technology and security solutions help these organizations protect their people, assets, and operations, making a meaningful impact in the world we live in.

About the Role

Liferaft is looking for an experienced, motivating Business Development Representative (BDR) Team Lead who can both sell and lead. The ideal candidate is a proven top performer and a natural coach with excellent communication skills and a natural ability to connect with others. This role is open to applicants who are fully remote within the Eastern and Atlantic time zones in Canada.

Reporting to the Director of Marketing, you will carry a reduced individual quota and lead a small team of BDRs. What sets this role apart is ownership: you are responsible for the team's overall performance, not only your own number. You will still do the work yourself, qualifying leads from marketing and some outbound and setting up meetings between qualified prospects and our Account Executives, and you will set the standard the team follows. The other half of your time goes to lifting the whole team's results through call and email reviews, pipeline discipline, and hands-on coaching.

Success in this role is measured by the team, not only by you. It looks like every BDR qualifying more sharply, following up further, and ramping faster because of how you lead, and the team hitting its SQL targets quarter after quarter. You will model the behaviours you coach, guiding prospects through qualification until they are ready to meet an Account Executive, so the team learns as much from watching you as from your feedback. If you are a top performer who is energized by developing people and ready to own a team's results, we would love to hear from you.

What you do as the BDR Team Lead at Liferaft

• Carry a reduced individual quota, qualifying leads from marketing campaigns as sales opportunities and setting the standard the team follows
• Present our product to potential clients using the guides and scripts provided, and identify those ready to view a demo and meet with an Account Executive for a deeper fact find
• Set up meetings or calls between prospective clients and Account Executives
• Hold responsibility for the overall team performance by achievement of goals outlined by leadership
• Coach and develop a small team of BDRs through call and email reviews, live feedback, and regular one-on-one sessions
• Onboard and ramp new BDRs so they reach the team's SQL run rate sooner
• Own qualification standards and pipeline discipline for the team, including multi-threading to the budget holder and a recycle motion for stalled and closed lost deals that tags each deal to the trigger that reopens it and re-engages on cadence
• Run regular pipeline reviews and hold the team accountable to activity, conversion, and quota targets
• Maintain and improve the team's script and qualification framework
• Partner with the marketing team to proactively come up with new campaign ideas to garner targeted leads
• Deliver team and individual performance reports on a weekly, monthly, and quarterly basis
• Stay in the loop on the latest products, services, competitors, and business development tools and techniques, and share what you learn with the team
• Work with the Director of Marketing on addressing all people management duties, such as formal performance reviews, PIPs, or hiring decisions

Requirements

What You Need to Get the Job Done

• 4+ years of proven, top-tier work experience as a BDR, SDR, or similar role, with a track record of achieving quotas
• Experience coaching, mentoring, or leading others, whether as a team lead, senior rep, or peer mentor
• Familiarity with CRM software, with a preference for HubSpot
• Strong understanding of sales performance metrics and comfort using them to run pipeline reviews and coach to the numbers
• Excellent communication and negotiation skills, and the ability to motivate and develop a remote team

Benefits

Why Liferaft?

At Liferaft, we believe that our people are our greatest asset. We’re a collaborative, supportive team that values fresh thinking and works together to build and improve how we operate. Because of that, we put real focus on making sure our total rewards reflect the value our team brings, with ongoing reviews to keep them competitive, fair, and meaningful as the market and our company evolve.

We offer our team:

• Competitive compensation plan 
• Flexible PTO – Our team is encouraged to take a minimum of 15 days/year with no cap beyond
• Hybrid workplace with flexible working hours
• Health & Dental Benefits (Medavie Blue Cross)
• 80% employer paid benefits
• Orthodontic coverage for minor dependents 
• Comprehensive mental health coverage, up to $3,000 per year, available for employees and dependents
• Free access to EAP, Greenshield and a variety of physical and mental health services via wellness platform
• $750 Yearly Lifestyle Subsidy
• Monthly cell phone reimbursement
• Monthly parking reimbursement
• Company-sponsored social events and team-building activities
• Strong culture of employee recognition
• Monthly peer-nominated “Cheers” awards with gift card draws
• Quarterly Performance Awards recognizing exceptional impact, collaboration, and innovation
• Diversity, Equity & Inclusion Committee
• Authentic, engaged team, who value work life balance

We're building a company future generations can be proud of. Diversity at Liferaft means fostering a workplace in which individual differences are recognized, appreciated, respected and responded to in ways that fully develop and utilize each person's talents and strengths. We welcome all qualified applicants regardless of race, national or ethnic origin, colour, religion, age, sex, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, disability, or any other protected characteristic.

This posting if for an existing vacancy. The role is newly created within the organization.

Artificial intelligence (AI) will be used during the recruitment and screening process for this role.